How *Not* to do Social Selling

How *Not* to do Social Selling

LinkedIn can be a powerful social selling tool. But as Uncle Ben said to Peter Parker in Spider-Man, “With great power comes great responsibility.”

When I’m building relationships with potential clients, LinkedIn InMail and invitations are part of my social messaging rotation. These tools are very effective for background research and opening doors for that next step in a conversation IF they are used effectively. When done wrong, this outreach can very quickly shut down a conversation and a potential relationship.

Not long ago, I received a message that I’d file under the social selling “done wrong” category. On the blog this week, I take a look at the message and share tips for how you can be sure to not make the same mistakes.

Host a Successful Sales Kick Off With These 5 Tips

Host a Successful Sales Kick Off With These 5 Tips

Your annual sales kick off needs to serve as a learning experience, providing the content and connections that sellers need to win more business.

The five tips in this week’s blog are focused on how to create the right learning environment for your sales teams. Check it out at the link below.

Becoming an Ambassador: Are Your Clients 29 Percenters?

Becoming an Ambassador: Are Your Clients 29 Percenters?

Think for a moment about all the brands, products, and services you buy in a given day or week. Is there that one you would intentionally seek out, that one that you would go out of your way to buy, even if other options were available?

If the answer is yes, then that company has created a sense of loyalty in you. Loyalty is what helps them to rise above everyone else in your decision-making process.

How can you create more loyal clients? You must become an ambassador.

I recently delved into this this topic on the Accounting Today blog, Voices, providing some information on industry trends, as well as skills that help set ambassadors apart from their competitors.

When a Sales Prospect Goes Cold… Know When to Walk Away

When a Sales Prospect Goes Cold… Know When to Walk Away

Building a better sales pipeline is a lot like that famous lyric from Kenny Rogers’ The Gambler: “Know when to walk away, know when to run.”

Through my years as a sales leader, I’ve learned that, despite our natural instinct as sellers to fight to win every sale, sometimes it’s best to walk away when the prospect goes cold.

In the February issue of Top Sales Magazine, I reflect on a recent situation where a prospect went cold, explore five reasons why it can happen even to the best of us, and share some strategies you can employ to tackle the challenges when they arise.

Mind the Gap: Waiting, Deciding and Doing

Mind the Gap: Waiting, Deciding and Doing

I’ve conducted hundreds (or more) interviews in my line of work of sales keynotes, workshops and consulting. At least 80 percent of the sales people I interview struggle with developing new business and filling their pipeline with new opportunities.

Why? Initiating, building or bringing anything new to light comes with fear. To succeed in sales, we must breakthrough that discomfort with initiating and building.

Sales Culture is the Key to Growing Next-Generation Leaders

Sales Culture is the Key to Growing Next-Generation Leaders

Has your organization filled its leadership pipeline?

For success into the future, you’ll need more professionals selling as part of your succession planning practices. When your professionals are equipped to sell, you’ll create more client opportunities, you’ll generate stronger revenues and profits, and you’ll be in a better position to diversify your services.

In this week’s post, I share four strategies for growing your sales culture and developing next-generation leaders with the experience and know-how to generate revenue.

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